As the Senior Director - Strategic Accounts, you will have leadership, management and profitability responsibility of an assigned client account base or channel with a primary focus on strategy. You will also be responsible for achieving sales and profitability goals through direction, organization, coordination, communication and development of field sales, inside sales, and other sales professionals via direct or indirect reporting relationships. You will develop strategy for the retention and... more details
As the Senior Director - Strategic Accounts, you will have leadership, management and profitability responsibility of an assigned client account base or channel with a primary focus on strategy. You will also be responsible for achieving sales and profitability goals through direction, organization, coordination, communication and development of field sales, inside sales, and other sales professionals via direct or indirect reporting relationships. You will develop strategy for the retention and growth of the existing client base while ensuring that the account management team delivers cost-efficient, quality service.
Responsibilities:
Designs and executes complex selling strategies, working in conjunction with regional sales and business unit senior leadership team
Leads and directs teams, utilizing in-depth knowledge of key accounts and industry, including company operations, suppliers, and products and solutions
Identifies and expands executive level relationships with key customer decision makers and influencers
Develops plans for optimizing the strategic accounts organization and the talent required to execute strategies
Establishes and holds organization accountable for annual goals, priorities, and performance metrics
Manages, develops and coaches team consisting of managers, supervisors, Strategic Account Managers and/or Global Account Managers
Oversees resolutions of internal and external customer problems promptly and effectively
Develops and/or approves new processes and policies to support business objectives
Organizes and leads strategic business reviews and present initiatives to senior management
Drives solution concept, design, vision, and relay to both customer and within the organization
Qualifications:
Bachelor’s Degree - Sales, Business Administration, Engineering, or relevant field
Master’s Degree - Sales, Business Administration, Engineering, or relevant field
10+ years strategic sales and/or large account management experience with a history of success maintaining and developing relationships
7+ years experience leading and managing staff and programs at national, district or regional level
7+ years executive level selling experience
Knowledge of business and management principles, including strategic planning, resource allocation, leadership techniques, and coordination of people and resources
In-depth knowledge of distribution industry, related solutions, and products
Ability to analyze, initiate and implement sales strategies to achieve forecasted goals
Highly skilled in professional sales approaches and coaching others to achieve personal and positional goals
Proven success in customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
Strong verbal, written, analytical, persuasion and interpersonal skills
Understands competitive landscape, market insights and effectively communicates across key internal and external stakeholders
Highly collaborative; able to effectively interact at all levels across the organization
Ability to travel up to 25%
Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity and Affirmative Action Employer.
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